General Description

The Zonal Sales Manager is responsible for the expansion of Kates Associated Industries Limited’s customer base and the achievement of sales quota for our Baby line range of products.

Responsibilities

• Achieves agreed volume and value of sales for the baby line ranges of products.
• Sets volume and value sales targets for the Sales Representatives working under the baby line unit.
• Work with ZSMs across the regions to get key accounts.
• Provides assistance and support to enable team to achieve the set objectives.
• Ensures implementation of company’s sales strategies, policies and plan through the members of the sales team.
• Ensures strict compliance to the standard operating procedures of the company.
• Explores the business potentials of the various zones across regions, initiate strategies for expanding the business and obtains the approval of the Head of Sales.
• Ensures performance standards / Key Performance Indicators (KPIs) on all aspects of the sales indices are achieved.
• Ensures database of retail outlets in the different zones are compiled and continuously updated by the Sales Representatives.
•  Ensures that the company products / brands maintain effective shelf presence in his operating zone through the appointment of distributors in all key population centers and effective redistribution by Sales Representatives.
• Leads, manages, and motivates staff to achieve desired results.
• Manages the trade for optimum performance by ensuring distributors stock the entire range of the company’s products.
• Obtains orders from distributors and liaise with head office to ensure timely delivery.
• Monitors the stock levels at the distributors’ warehouses to ensure agreed ‘stock covers’ are maintained at all times.
• Apprises management with the stock ‘throughput’ of all distributors.
• Maintains good relationship with the trade, and trade associations, ensures continuous open communications with them through periodic meetings.
• Ensures cost effective management and prudent use of resources allocated to the territory for enhanced profitability.
• Ensures effective implementation of the marketing programmes in the sales territory so the objectives are achieved.
• Identifies the training needs of the Sales Representatives in the Sales Area, train and develop them with resources available and recommends further training and development to Head, Sales & Distribution.
• Provides detailed operational reports, regular monitoring of competitions activities, prompt reports and effective market intelligence gathering.

Basic Skills

• Outstanding communication abilities
• Excellent organizational and leaderships skills
• Attention to detail
• Strong decision-making skills and a results-driven approach
• Problem solving skills
• Ability to work in teams
• Strong negotiation skills

Minimum Qualification

• A minimum of first degree in a social science or business-related field e.g. Marketing, Finance, Business Administration or related discipline.

Key Performance Indicators (KPIs) 

Stakeholder management

• Feedback from market
• Market responsiveness
• Relationship with government agencies and regulatory authorities
• Relationship with customers, competitors and other third parties
• Number of customer complaints
• Number of unresolved customer complaints
• Feedback from Sales officers

Sales

• Coverage
• Resource productivity
• Sales Volume by Location
• New Leads/Opportunities
• Customer Lifetime Value (CLV)
• Sales Cycle Length

People Management/Leadership

• Staff productivity and quality of management staff
• Talent development and empowerment
• Increased competencies
• Productivity level

Minimum Experience

• A minimum of 4 years relevant experience as sales manager in FMCG and other related field.
• Experience of sales in a baby line range of products will be an added advantage.